October, 2011

B2B Marketing Traction

Trending Sources

Marketing’s Perfect Storm: Copywriting, Optimization & Technology

B2B Marketing Traction

There’s a perfect storm brewing in successful marketing campaigns these days, and there are three key components: great copywriting, optimization, and use of technology. Marketing Copywriting. There are two things that copywriting is critical for today – social sharing and content. Content Optimization. Your content needs to include and be tagged with the right keywords and phrases.

What if There Were Nothing As Sure As Marketing, Death and Taxes?

B2B Marketing Traction

…and Marketing? What if marketing were regulated the way taxes are? Would the world be a different place? As another tax deadline looms I’m reminded of this question that often comes to my mind. What if marketing were regulated and legislated like taxes? Or regulated the way businesses are regarding treatment of their employees? Marketing consultants might have to get certified.

ROI 39

Why I Hate Fear-based Selling….

B2B Marketing Traction

I hate fear-based selling. You know, the kind where the seller lets you know one way or another that if you don’t buy their product or service you’re going to lose out. Fear-based selling gives me a horrible, irrational feeling that puts up my guard and reduces my trust level with the seller. Emotion was involved, but we didn’t invoke fear. What do you think? Provoke them?

How Dare You Call That Article a Whitepaper?

B2B Marketing Traction

If I see another online article masquerading as a whitepaper, I think I will scream! It is not OK to slap a few paragraphs together, upload the finished document, and invite visitors to your website to “Download Our Whitepaper.” ” It happened a few years ago. Whitepapers were seen as successful online marketing tactics for technology and research companies. Not good. Not credible.

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Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure.

Don’t Let the Tail Wag the Dog in Your Marketing Plan

B2B Marketing Traction

Are you thinking of implementing the newest marketing tactics, such as social media, in your next marketing campaign? It’s important to look before you leap, and have a clear understanding of your customers and your industry when you plan your marketing. ” – Chapter 6, “The Hedgehog Concept,” Good to Great , by Jim Collins. What do their customers do on Facebook?

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B2B Marketer: Are You a Hedgehog or a Fox?

B2B Marketing Traction

In business there are hedgehogs and there are foxes. I believe the concept applies to marketers, too. In the book Good to Great , Jim Collions wrote that great companies acted more like hedgehogs – simple, dowdy creatures that know one thing and stick to it. The comparison companies in the Good to Great study were more like foxes, wrote Collins, craft, cunning, fast and everchanging.

What Do I Spend on My Marketing Budget? Part 1

B2B Marketing Traction

Blog entry excerpted from the Marketing chapter written by Jennifer Beever in The Book on Business from A to Z. Business owners and marketing managers often ask how to figure out what their marketing budget should be. Here’s a classic marketing consultant answer: “ It depends. The Science of Calculating Your Marketing Budget. Yes, marketing can be scientific!

Fuel Your Online Marketing Machine with Dynamic Content

B2B Marketing Traction

Does your online content make your phone ring? It did mine recently – I received a call about a post I did in 2009 from an executive at a financial services company on the East Coast. He was trying to make a decision about how to launch a technology product and saw that I had written about his issue. This means that you need to be strategic when you plan your content. Press releases. eBooks.

B2B Marketing Trends for 2016

25 B2B marketing thought leaders answer the question "What do you expect to B2B marketers to be doing more of or differently in 2016?" The results are amazing insights around content marketing, achieving business results, alignment, employee advocacy, new technologies, customer experience and more.

You Paid for More Traffic to Your Website – Now What?

B2B Marketing Traction

If you’re a business owner, chances are you’ve spent a lot on online marketing. You invested in a great corporate website. Then you paid for search engine optimization (SEO) and perhaps Pay-Per-Click Advertising (PPC). You got traffic, but did you get results? What you need are the 3 C’s – Content, Connections, and Conversions. Content. How do you get them to do something?

When social media destroys a career — The business case for being a fake

grow - Practical Marketing Solutions

A guest post by {grow} community member Leslie Lewis. Leslie Lewis is not my real name. You don’t need to know my real name, and you may never know it. Here’s why. I’ve worked in social media since 2005, and I knew I needed a tightly controlled message and presence online. You could Google my real name and find my blog, or find me on Twitter, LinkedIn, Flickr, or Facebook.

Dear social web, Let’s try keeping it real.

grow - Practical Marketing Solutions

I hesitate to be drawn into the Klout firing line again but I have had so many requests from the {grow} community to comment on the Klout Meltdown this week that I guess I need to respond. At the risk of adding to Klout weariness, here are a few observations. My Klout score dropped from 82 to 64. Who cares? My wife and kids still love me. Klout’s biggest competitor is PeerIndex. Funny.

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The business case for Facebook, in one sentence

grow - Practical Marketing Solutions

What is the most-debated question in social media today? One candidate is, “Should my company have a Facebook page?” ” The tension comes from several angles. It could be due to: The company is not culturally-ready to deal with comments from real people. The company has whacked-out expectations about how sales will increase once they have a Facebook page. ” Think about it.

How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Generate more leads. Better leads. Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. And content fuels it all.

10 Commandments of Email Copywriting

The Point

Thou shalt not direct people to “Learn More.” ” “Learn more” is the worst possible call to action. It means absolutely nothing. Be specific, be tangible. What is it that you’re offering exactly? Thou shalt tell people What, Why, and How. Thou shalt not require scrolling. Don’t make people scroll in order to learn exactly what it is you want them to do. “I What did I miss? ”

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5 Ways Social Media Can Drive Revenue

It's All About Revenue

by Steven Woods | Tweet this There’s no doubt that social media has been a disruptive force on B2B marketing. Yet, many marketers struggle with how to use social media to go beyond awareness, to actually drive revenue. I’m here to tell you it’s not magic. Here are five ways social media marketing can be used to drive revenue. Extending Your Reach. Social media has once again changed that model.

A glimpse of the next generation of social media entrepreneurs

grow - Practical Marketing Solutions

By Neicole Crepeau, Contributing {grow} Columinst. One of my children attends a private school that is offering a new class called “The Evolution of Society.’ ’ I recently had the opportunity to sit in on this class and if the kids in this course are any indication, watch out! The next generation of entrepreneurs is going to rock the world! To kids, free is just part of life.

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Beanstalk Data Adds Service to the Marketing Automation Recipe

Customer Experience Matrix

Exploring a new marketing automation system is like biting into a bonbon: part of the fun is you never know what you’ll find inside. Thinking in those terms, Beanstalk Data is a tasty morsel. It provides all the basic B2B marketing automation functions: mass email, landing pages and surveys, behavior tracking, lead scoring, nurture campaigns, and CRM integration. Anyway, back to BeanStalk.

The B2B Demand Gen Marketing Playbook

To build integrated, data-driven programs, demand gen marketers need diverse, compelling content at every stage of the buyer's journey.

Social Media Marketing and Darwin: Evolution or Irrelevance

Buzz Marketing for Technology

“If you don’t like change, you’re going to like irrelevance even less.” ” – General Eric Shinseki, former U.S. Army Chief of Staff. The media landscape has evolved tremendously over the last quarter century. Consumers have evolved even faster with the advent of high-speed Internet-enabled mobile devices and social media. The answer: You don’t. Sound daunting?

Are there any ethical bloggers left out there?

grow - Practical Marketing Solutions

With your kind support, {grow} has become a fairly popular blog. With this distinction, I’m deluged with requests to do sponsored posts (companies offering to pay for their promotional content to show up as a blog post). The scams seem to be getting more aggressive and extreme and I recently pointed out the example of a guy who flat-out lied to me just to get a back-link on this blog. Susan.

How to Improve Your Marketing Automation ROI

Sales Lead Insights

Effective B2B marketing processes plus automation yield outsized returns. According to the study results, Marketing Automation technology paired with appropriate, systemic processes can yield four to five times the number of closed deals when compared to deployed technology alone. The magic lies in realizing higher conversion rates throughout the Sales cycle. No MAP / No Processes. Lessons Learned.

ROI 82

The 3 P’s of B2B Lead Generation: People, Process, Platforms

NuSpark

When people ask me what I do, I usually give them my standard 15-second commercial; generate quality inbound leads and shorten sales cycles via lead generation, lead nurturing, and content marketing. I am also active on Google Plus. I wanted to explain this approach in a little more detail, as my firm’s website was recently reorganized to focus on these 3 Ps. How boring. A closer look: People.

A Content Formula for Complex B2B Organizations

Content Marketing is essential for anyone who wants continued success and growth.

The 3 P’s of B2B Lead Generation: People, Process, Platforms

NuSpark

When people ask me what I do, I usually give them my standard 15-second commercial; generate quality inbound leads and shorten sales cycles via lead generation, lead nurturing, and content marketing. I am also active on Google Plus. I wanted to explain this approach in a little more detail, as my firm’s website was recently reorganized to focus on these 3 Ps. How boring. A closer look: People.

Why Your Marketing Needs Real-Time Data

Buzz Marketing for Technology

Another Advertising Week in New York is upon us and so far I have seen some great presentations from companies like Facebook, LinkedIn, Twitter, Quantcast, comScore, and even Yahoo! However, if there is one thing that is becoming painfully clear to me is the need to be relevant to your audience – whether you are advertising to them, being social with them, or just creating the right kind of conversations about your brand. We often throw this idea around as marketers – “being relevant”, but few people discuss how! So to illustrate this, I decided to run a research experiment to show at IAB MIXX.

7 Ideas for Advanced Social Media Education

grow - Practical Marketing Solutions

For the past three years I have been teaching college or graduate level classes in social media marketing. Executives are clamoring for the next level of education in this area and so I’ve been wondering … what would an Advanced Social Media Class look like? What new skills and ideas would go into the next level of social media education? How do you organize to optimize?

How B2B Buyers Have Changed- and the Role of Content & Social Media

NuSpark

B2B buyers are time deprived and risk averse – and also enormously well informed. They resent and ignore interruptive marketing approaches such as advertising and cold calling. They do their own research online, and then contact vendors and service providers when they’re ready to talk price. From the B2B seller side, ‘beating the bushes’, ‘cold calling’, ‘hunting’… whatever you call it, is less and less effective. Marketing’s role is growing through the addition of what I call ‘sales enablement’ activities. With social media, buyers can reach out to colleagues, experts, peers, etc.

Six Key Steps to Successful Marketing Automation Adoption

Selecting a Marketing Automation platform can be a daunting task. With so many options out there, your success with Marketing Automation depends on selecting the platform that best fits your needs.

How B2B Buyers Have Changed- and the Role of Content & Social Media

NuSpark

B2B buyers are time deprived and risk averse – and also enormously well informed. They resent and ignore interruptive marketing approaches such as advertising and cold calling. They do their own research online, and then contact vendors and service providers when they’re ready to talk price. From the B2B seller side, ‘beating the bushes’, ‘cold calling’, ‘hunting’… whatever you call it, is less and less effective. Marketing’s role is growing through the addition of what I call ‘sales enablement’ activities. With social media, buyers can reach out to colleagues, experts, peers, etc.

Is Blogging Right for my Business? The Benefits of a Business Blog

NuSpark

The strategy of blogging, especially from a b2b perspective, can be somewhat misunderstood. What are your goals? Thought leadership, SEO, lead generation? How do I get people to read it? How to I build subscribers? Are my audiences really interested in my thoughts? So I thought I’d raise the question on the benefits of blogging to the NuSpark Marketing content alliance team, and get their reaction to the following question. “I’m I’m not convinced a blog is right for my business, plus I’m concerned over time and resources. Below are the responses. . From Apryl Parcher. Often. A blog.

How do you make your content go viral — offline?

grow - Practical Marketing Solutions

You’re probably stressed. It’s likely that you (and your customer contacts) are doing the job that used to be done by three people. The information density of our wold is overwhelming. Budgets and resources have been cut. It seems that everything is working against our ability to connect with customers and share information that could influence a purchasing decision and close a deal!

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5 ways to use social media for solution marketing

Buzz Marketing for Technology

It’s easy to get caught up in the buzz, and the hype, around social media. I’ve been working with many B2B companies to help them figure out when and how to use social media in their business. The answer is always a bit different depending on the product or service. One area that few people have written about is how to use social media for solution marketing. So there you have it.

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust.

Please. Stop making your company blog suck.

grow - Practical Marketing Solutions

Mark Schaefer on Blogging. Let’s face it. Company blogs suck. They just do, at least most of the time. But they don’t have to and I’m on a mission to bring the world my message of blog anti-suckology. I’ve been giving a lot of presentations lately and this has been one of my most popular! Highlights include: A few stats on blogs. New directions in corporate blogging.

7 reasons why social media success has nothing to do with social media

Chris Koch

This week I was asked to speak on a panel about social media to a group of B2B marketers in financial services. It was great getting the perspective of marketers outside of technology. But they call it “financial services” for a reason: They have all of the same struggles as technology services companies—with the added complication of tons of regulatory requirements. But when the panel was over, I realized something scary: Most of the success factors we wound up talking about had nothing to do with social media. Social doesn’t happen in B2B without a culture change. 30% said yes.

B2B and B2C Marketing Automation: Understanding the Differences

Customer Experience Matrix

As you might have guessed from my recent list of B2C marketing automation systems , I’ve recently been spending some time helping consumer marketers to select vendors. This is more a return than a departure: although I’ve written mostly about B2B systems for the past few years, my earlier work was largely in consumer marketing. Like any traveler, I’ve returned home with some new perspectives. Here are some observations - consumer marketers have to build databases; B2B marketers don’t. This accounts for most of the work and most of the cost. But many B2C products leave them out.

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Content Will Not Be King

Digital B2B Marketing

Nearly every marketer in every industry has heard the cry “ Content is King “ Even the cover of Ad Age was emblazoned with Content is King last month, complete with a crown. Once a call for change and recognition of a new marketplace reality, Content is King has become conventional marketing wisdom. The problem is, conventional wisdom is average. Content marketing was not the norm.

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful.